The Revenue Formula

Want to lose your best sales reps fast? Screw up their comp plan. In this episode, we sit down with Antoine Fort, CEO of Qobra, to dig into the classic mistakes that drive top performers out the door. We talk about why overcomplicated plans kill motivation, how underpaying top reps quietly drains revenue, and why immed

AI SDRs, pipeline starvation, and overhyped tools dominate today’s revenue conversations. But how much of it actually works in practice? Toni sits down with Todd Busler, CEO of Champify, to cut through the noise. They dig into the reality of AI in sales, the pressure to chase shiny tools, and why short-term thinking is

Pipelines are drying up. AI hasn’t delivered the growth it promised. And the old playbooks like SEO and outbound just don’t work the way they used to. We call it the great pipeline starvation, and in this episode we break down what’s really happening, what it means for sales and marketing teams, and how companies are t

What do video games have to do with business growth? More than you think. In this episode, Toni and Raul explain how their gaming past helps them spot company issues almost instantly. Using the idea of levels, just like in video games, they show why businesses get stuck, how to know what level your company is really on

Remote work and AI promised to make us more productive. The data says otherwise. In this episode, we unpack new research showing remote workers put in about two and a half hours less each day than office teams, and studies suggesting AI tools can weaken critical thinking and slow skill growth. We explore what happens w

In this episode, we talk about the messy shift from founder-led sales to something more scalable. A lot of teams trip up here. It's not just about hiring the right people, it's about whether the company is actually ready for them. Early sales hires often fail because the structure, process, or timing is off. The conver